I’ve frequently described the sales leadership job—whether the title is chief sales officer, sales manager, or anything in between—as the most vulnerable job on the org chart. Even though there are dozens of factors that lead to sales success and failure, the sales leader is the one person that rides the roller coaster throughout the entire process. In fact, I’ve often stated that being a sales leader is like being an NFL head coach.

Amanda Cullen, director of sales, for ABF Security, based out of Fenton, Mo., started with the company six years ago. She is the second generation in the family-owned business. She oversees the residential and new construction divisions at ABF. In mid-May, Cullen talked with Security Systems News about her home security system.

Jeff Dietz joined AvantGuard in early February as the operations manager, running the company’s Rexburg, Idaho, site. He has about 15 years of experience in call centers; this is his first role in the security industry. “What I’m really trying to create here in Rexburg is a culture of fun around some high performance goals,” he said. Security Systems News talked with Dietz in early May to ask him five questions.

General News

Poll

The guidelines for the EU GDPR—or General Data Protection Regulation—will become enforceable on May 25. These regulations, while being focused on European countries and their citizens, will have impacts for U.S.-focused companies. Is your security company concerned about the GDPR?

Have you been following the GDPR? *

Yes, we are definitely staying on top of it.

A little, but I’m learning more.

This is the first I’m hearing of it.

Will GDPR guidelines impact your company? *

Yes, and we’re already compliant.

Not much, but we are still preparing.

No, they won't.

Does your company do much business outside of North America? *

Yes, most of our business is outside of North America.

Some, but not much.

No, our business is entirely inside North America.

Please elaborate on your answers and leave your name and contact information for follow-up.